Sell to Mr. Combs and the class
Pick your Favorite Restaurant and sell us on why we should go there. Handle the Objections and Feedback. Use a Variety of forms of communication to sell to us.
Role Plays - Businesses and Products Research
Determine what will be the businesses that you will be most comfortable with throughout the semester for role plays. - Identify at least 3. (One of which includes services and one needs to be a Hotel/Conference Center)
Determine what will be the products/services that you will be most comfortable with throughout the semester for role plays. Identify at least 3 from the businesses chosen besides the hotel/conference center -
Conduct Research - Gather Links, Resources to prepare you for later on - Due Monday
Check for Understanding:
Standard:
Learning Target:
Activities:
Sell your Favorite Restaurant
Discussion and Observations
Share Past Sales Experiences
Share Perspectives of Sales People
Sales Videos - Examples of the Perspectives we think
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.
Learning Target:
Students will determine the tools/resources necessary for businesses to be able to reach the customer.
Activities:
Share the Products and Businesses Identified
- Discuss links and if more sources need to be identified.
Product Elements - 8 Parts
Types/Kinds of Product - Product Lines
Discuss Product Assignment
Place - Distribution Channel and Channel Members
Transportation
Check for Understanding:
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.
Learning Target:
Students will identify the impact of pricing decisions made by the business.
Activities:
Place Continued
Distribution Channel and Channel Members
Transportation
Place Assignment
Price
Objectives
Check for Understanding:
For the previous product, How does the product reach the customer?
Discuss the following
1. When and where will the product be made, exchanged, bought, used, made?
2.) What will affect the distribution of the product?
3.) What services or other actions must be performed for the exchange to happen.
4.) Special Handling for the Product
5.) Transportation
6.) When and Who will perform the activities
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.
Learning Target:
Students will know the elements of the Promotional Mix and how the business uses the mix to communicate with the customer.
Activities:
Pricing Influences
Discounts/Strategies - Max and Min
Promotion
Types of Promotion -
Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
Check for Understanding:
For the Product - Students will
1. Identify the objective of the price
2. What influenced the price.
3. Identify the Discounts/Promotions Used
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.
Learning Target:
Students will know the elements of the Promotional Mix and how the business uses the mix to communicate with the customer.
Activities:
Complete Promotional Mix Discussion
Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
Adv. and Disadvantages
Evaluate the Promotional Mix for the Sample Product.
Students will be using their current product to analyze how their product and the business who manufacturers that product uses promotion to assist in connecting with the consumer. Their objective is to try and find an example of each type of promotional activity. If they are unable to find an example for one of the forms of promotion we discussed, please have them discover another example of that activity for another product.
Impact on the Consumer
Impact on a Sale
Check for Understanding:
Discussion on the Impact of the Promotional Mix
Complete Product Analysis due for Tuesday
September 4
No School
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.
Learning Target:
identify all parts of the Marketing Mix and their impact on a business' products.
Activities:
Discuss Promotional Analysis
Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
Adv. and Disadvantages
Evaluate the Promotional Mix for the Sample Product. - Share Examples
Communications Discussion - What needs to happen in each step no matter the communication
Check for Understanding:
Describe a Communication Scenario that was effective and take us through the communication process?
Describe a Communication Process that wasn't effective and take us through the process.
Marketing Mix Assessment - Due Friday
Discussion and recognition of the communication process in real settings
Standard:
Communicate in a clear, complete, concise, correct, and courteous manner on personal and professional levels.
Use technology to enhance the effectiveness and efficiency of communication.
Learning Target:
Identify each part of the communication process and understand its impact on whether or not the message was received effectively.
Activities:
Study Hall - Marketing Mix Project
Check for Understanding:
Marketing Mix Assessment - Due Tomorrow
Discussion and recognition of the communication process in real settings
Standard:
Communicate in a clear, complete, concise, correct, and courteous manner on personal and professional levels.
Use technology to enhance the effectiveness and efficiency of communication.
Learning Target:
Identify each part of the communication process and understand its impact on whether or not the message was received effectively.
Activities:
Finish Communication Process Discussion
Prepare for Observation
Observation of a Class - Discussion
Debrief
Check for Understanding:
Submit Observation Notes
Include Noise and Feedback in both.
Describe whether or not you felt the communication process was effective or not based on your observation. Reference your notes in your explanation.
Marketing Mix Assessment - Due Today
September 11
Standard:
Learning Target:
Activities:
Promotional Communication Process
Discuss each promotional tool and how effective the communication can be, what feedback is present and what could be the noise?
Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
Check Communication Observation - Did students receive the message? Discuss
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify the impact that sales has on career opportunities.
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.
Activities:
- Adding Value
- Partnering
Developing the Relationship Strategies with different groups of people.
Scenarios with each one
Four Key Groups - Selling and the Workplace
Customers/Peers
Secondary Decision Makers/Supervisors
Support Staff
Managers
Check for Understanding:
Discussion and Role Plays
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.
Activities:
Win-Win Philosophy
Character/Integrity
Nonverbal Messages sent during communicating - What the Receiver actually hears.
Role Plays
The First Impression - Different Occurrences
- In Person, Over the Phone, Video Conferencing, References, Email. How does that change your ability to establish a relationship?
Role Plays
Non Verbal Messages that are present in each form.
Entrance and Carriage
Check for Understanding:
Discussion and Role Plays
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.
Activities:
Homework - Read the following articles and summarize the keys about building relationships.
Role Play - Prep and work on your Outline for the role play - What do you want to accomplish?
Practice for the Role Play experience
How can you avoid making it seem like 20 questions when trying establish a relationship
Check for Understanding:
Role Play Prep
Standard:
Learning Target:
Identify the keys to the scenario in building a relationship.
Activities:
Practice and prepare with partners and Mr. Combs
Check for Understanding:
Role Play Prep
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.
Learning Target:
Demonstrate knowledge of a successful first impression in building relationships.
Understand what companies do to provide direction and guidance in terms of demonstrating ethical behavior as it pertains the business and its activities.
Activities:
Film - Role Plays
While the role play is being filmed, complete the following work:
Read pages: 77-90 - Take Notes on the Following:
What are Ethics?
Factors that Influence our Ethics
Company Policies and Practices
- Sharing Information
- Reciprocity
- Bribery
- Gifts
- Entertainment
- Business Defamtion
- Online Policies/Internet Usage
Personal Values vs Company Values - The Conflict
Check for Understanding:
Relationship Building Role Play
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.
Learning Target:
Understand what companies do to provide direction and guidance in terms of demonstrating ethical behavior as it pertains the business and its activities.
Activities:
Begin Ethics in Selling
Ethics Discussion - Dilemmas and identifying Ethical Scenarios and how you would react.
What are business ethics? Why in selling do they become a major point of discussion?
Discuss the Sales Standards - Discuss each Standard
Assignment - Read through the Company Policies Above - Describe their Code of Conduct Highlights, recognize what we discussed and identify other inclusions you found important.
Entertainment, Customer Information, Gift Giving, Bribery, Privacy etc...
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.
Learning Target:
Identify real examples of how ethical practices can be seen in the workplace setting.
Activities:
Discuss Corporate Policy Findings
Contracts - Written vs Oral
Purpose?
Expressed vs Implied Warranties
Non-Complete Clause - Why do companies have employees sign them?
Personal Philosophy
1.) Exchange of Value
2.) Relationship and Task Coexist
3.) Honesty with Self and Others - Integrity
Check for Understanding:
Application - Prepare Answers for Tomorrow's Practice
#1,3,4
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.
Learning Target:
Connect Company Codes of Conduct with the Sales Scenario.
Act with a high level of integrity during the interaction no matter the circumstance.
Activities:
Role Play Samples - Prep and Practice
Go through Example Scenarios with each other.
What would you say? How would you keep the customer?
Practice Ethical Scenarios using the Applications #1,3,4.
and a sample scenario.
- Data & Specifications
- Maintenance and Service
- Price
- Guarantees
- Delivery
Product Expert - Prepare for the Quiz Friday - Class will pick the product
Begin to become a product expert for a product of your choosing for the role play experience. - Complex product that will take multiple meetings, retail based:
Mattress/Home Theater/Car/Computer/Bike/etc...
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Create 8 Bridge Statements for a product of your choice to connect features to benefits.
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Discover how to use product knowledge as a way to connect with the customer.
Activities:
Discuss Bridge Statements
Connecting the Product to the Customer
How to and Techniques
Use relationship building and knowledge of the customer to your benefit.
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.
Activities:
Feature Benefit - Role Play Practice
Check for Understanding:
Feature Benefit Practice
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.
Demonstrate how to use a written proposal to assist in creating a sale.
Activities:
Work on Brochure, Study Company policies, Prepare how the role play might go, Ethics, Relationship strategies, product
Finish Feature Benefit Practice
Mattress and iPhone
Written Proposals - Function and Purpose -
How to use them and what they look like.
Check for Understanding:
Create a Sample Written Proposal - iPhone 8
October 30
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.
Demonstrate how to use a written proposal to assist in creating a sale.
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.
Demonstrate how to use a written proposal to assist in creating a sale.
Activities:
Perform Role Plays - First Meeting
At the end prepare a written proposal for the interaction and what you learned - Due by the next role play
Begin Ch. 6 - Strategies that add value to the Sale.
Read p. 124 - 141
Check for Understanding:
Product Expert Role Plays
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.
Demonstrate how to use a written proposal to assist in creating a sale.
Activities:
Perform Role Plays - First Meeting
At the end prepare a written proposal for the interaction and what you learned - Due by the next role play
Begin Ch. 6 - Strategies that add value to the Sale.
Read p. 124 - 141
Check for Understanding:
Product Expert Role Plays
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Evaluate relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.
Create a written proposal to assist in creating a sale.
Activities:
Discuss Role Plays - Specifically Relationship Building and how you were able to connect product expertise to the customer
Check for Understanding:
Self Evaluation
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Activities:
Discuss Role Plays - Specifically Relationship Building and how you were able to connect product expertise to the customer
Analyze the characteristics, motivations, and behaviors of consumers.
Learning Target:
Anlayze customers in recognizing how they work through the buying decision.
Activities:
Role Play - Buyer Behavior Assessment
Submit Buyer Behavior Observations
Check for Understanding:
Standard:
Analyze the characteristics, motivations, and behaviors of consumers.
Learning Target:
Analyze customers in recognizing how they work through the buying decision.
Activities:
Buyer Behavior Role Plays
Check for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.
Learning Target:
Understand the the hiring process and selling "You" to the organizations in which you want to work.
Discuss the following:
Communication Skills
Before, During and After the interview.
Building Relationships
Networking
The Product Expert
Job Application
Resume
Differentiation and Value Added
Portfolios, Experiences, Internships
Check for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.
Learning Target:
Activities:
Discuss the Interview - What is the purpose? How does it resemble a sales interaction.
Write and Record your Elevator Speech - How would you respond to the questions "Tell me about yourself?"
December 11
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.
Learning Target:
Creating your identify in your Elevator Speech
Activities:
Discuss the Elevator Speech - Peer Review and Feedback
1.) Don't discus Personal Information
2.) Identify Experiences and Express how they would impact a future employer.
3.) Connect it to a real position
Research an Available Job in which you would want to work for the company.
Come with the job and requirements/duties tomorrow.
Save the link to the position and the company.
Check for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.
Learning Target:
Preparing for and how to answer common interview questions.
Prepare for the Unknown and Knowledge of the Business.
Pretend that you are interviewing for your career and Sell yourself and what you are capable of in your responses.
Check for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.
Learning Target:
Preparing for the interview and understanding the typical parts and procedures of an interview.
Activities:
Elevator Speech and Interview Questions
Prepare for the interview tomorrow by partnering up and asking each other the questions that they created written responses for however now they are providing the oral response.
Give feedback to each other and come ready and dressed for the part tomorrow.
Submit Written Responses, provide verbal answers for practice.
Give Feedback, talk about common challenges with interviews.
Waiting, First Impressions, Industry Jargon, Scenarios,
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.
Learning Target:
Activities:
The Interview Day
Check for Understanding:
Standard:
Learning Target:
Activities:
Feedback on Interviews
Next Week - Field Trip on Wednesday
Begin to think about Meetings and Reserving Spaces
Barattas, Marriott, Embassy Suites, Sheraton
Check for Understanding:
December 18
Standard:
Learning Target:
Activities:
Prospecting
Type of Presentation Strategy
Preparing for the Sales Presentation
Check for Understanding:
Standard:
Learning Target:
Activities:
Asking Questions - Discovery - Read p. 230 - 235
Presentation Strategies
Read p. 255 - 271
Objections and Closing the Sale
Check for Understanding:
Visit to Forte and Barattas in preparation for our final role play and gain perspective on what a Sales Professional does to be successful on a daily basis.
Depart: 10:30 - Return at 1:00
Standard:
Learning Target:
Activities:
Discuss the Final Role Play - Expectations and Rubric
Overview of the Final Role Play
Discuss Closing the Sale/Methods
Negotiating Buyer Concerns/Overcoming Objections
Core and Critical Competencies
Standard:
Learning Target:
Activities:
Types of Communication -
Nonverbal, Verbal, Visual
Sell to Mr. Combs and the class
Pick your Favorite Restaurant and sell us on why we should go there. Handle the Objections and Feedback. Use a Variety of forms of communication to sell to us.
Role Plays - Businesses and Products Research
Determine what will be the businesses that you will be most comfortable with throughout the semester for role plays. - Identify at least 3. (One of which includes services and one needs to be a Hotel/Conference Center)
Determine what will be the products/services that you will be most comfortable with throughout the semester for role plays. Identify at least 3 from the businesses chosen besides the hotel/conference center -
Conduct Research - Gather Links, Resources to prepare you for later on - Due Monday
Check for Understanding:
Standard:
Learning Target:
Activities:
Sell your Favorite Restaurant
Discussion and Observations
Share Past Sales Experiences
Share Perspectives of Sales People
Sales Videos - Examples of the Perspectives we think
Salesperson Myths
https://www.slideshare.net/IS2Marketing/13-pervasive-and-totally-wrong-myths-about-sales-reps
Workplace Experiences
The good and the bad - When do things go well and when are they difficult
Discuss how we will discuss Workplace Communication in our sales learning.
Final Form of Communication
Interpersonal Communication
Check for Understanding:
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.Learning Target:
Students will understand how Sales is an element of the Marketing Concept and necessary in helping businesses reach the customer.Activities:
Defining Personal Selling
Check for Understanding:
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.Learning Target:
Students will Identify the elements that make up the product/service.Activities:
Value added StrategiesDiscussing the Marketing Concept
The Marketing Mix
Product Discussion
Check for Understanding:
Discover the 8 Parts of the Product
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.Learning Target:
Students will determine the tools/resources necessary for businesses to be able to reach the customer.Activities:
Share the Products and Businesses Identified- Discuss links and if more sources need to be identified.
Product Elements - 8 Parts
Types/Kinds of Product - Product Lines
Discuss Product Assignment
Place - Distribution Channel and Channel Members
Transportation
Check for Understanding:
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.
Learning Target:
Students will identify the impact of pricing decisions made by the business.Activities:
Place ContinuedDistribution Channel and Channel Members
Transportation
Place Assignment
Price
Objectives
Check for Understanding:
For the previous product, How does the product reach the customer?
Discuss the following
1. When and where will the product be made, exchanged, bought, used, made?
2.) What will affect the distribution of the product?
3.) What services or other actions must be performed for the exchange to happen.
4.) Special Handling for the Product
5.) Transportation
6.) When and Who will perform the activities
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.
Learning Target:
Students will know the elements of the Promotional Mix and how the business uses the mix to communicate with the customer.Activities:
Pricing InfluencesDiscounts/Strategies - Max and Min
Promotion
Types of Promotion -
Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
Check for Understanding:
For the Product - Students will
1. Identify the objective of the price
2. What influenced the price.3. Identify the Discounts/Promotions Used
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.Learning Target:
Students will know the elements of the Promotional Mix and how the business uses the mix to communicate with the customer.Activities:
Complete Promotional Mix DiscussionAdvertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
Adv. and Disadvantages
Evaluate the Promotional Mix for the Sample Product.
Students will be using their current product to analyze how their product and the business who manufacturers that product uses promotion to assist in connecting with the consumer. Their objective is to try and find an example of each type of promotional activity. If they are unable to find an example for one of the forms of promotion we discussed, please have them discover another example of that activity for another product.
Impact on the Consumer
Impact on a Sale
Check for Understanding:
Discussion on the Impact of the Promotional MixComplete Product Analysis due for Tuesday
No School
Standard:
Analyze the elements of the marketing mix and understand how they are used in the development of products and services for customers.Learning Target:
identify all parts of the Marketing Mix and their impact on a business' products.Activities:
Discuss Promotional AnalysisAdvertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
Adv. and Disadvantages
Evaluate the Promotional Mix for the Sample Product. - Share Examples
Discuss
Impact on the Consumer
Impact on a Sale
Marketing Mix Assessment
Begin to complete the Assessment
Marketing Mix Assessment Discussion
Check for Understanding:
Marketing Mix Assessment - Due Friday
Standard:
Communicate in a clear, complete, concise, correct, and courteous manner on personal and professional levels.Use technology to enhance the effectiveness and efficiency of communication.
Learning Target:
Identify each part of the communication process and understand its impact on whether or not the message was received effectively.Activities:
Communication Process - What is it and its PartsCommunications Discussion - What needs to happen in each step no matter the communication
Check for Understanding:
Describe a Communication Scenario that was effective and take us through the communication process?
Describe a Communication Process that wasn't effective and take us through the process.
Marketing Mix Assessment - Due Friday
Discussion and recognition of the communication process in real settings
Standard:
Communicate in a clear, complete, concise, correct, and courteous manner on personal and professional levels.Use technology to enhance the effectiveness and efficiency of communication.
Learning Target:
Identify each part of the communication process and understand its impact on whether or not the message was received effectively.Activities:
Study Hall - Marketing Mix ProjectCheck for Understanding:
Marketing Mix Assessment - Due Tomorrow
Discussion and recognition of the communication process in real settings
Standard:
Communicate in a clear, complete, concise, correct, and courteous manner on personal and professional levels.Use technology to enhance the effectiveness and efficiency of communication.
Learning Target:
Identify each part of the communication process and understand its impact on whether or not the message was received effectively.Activities:
Finish Communication Process DiscussionPrepare for Observation
Observation of a Class - Discussion
Debrief
Check for Understanding:
Submit Observation Notes
Include Noise and Feedback in both.
Describe whether or not you felt the communication process was effective or not based on your observation. Reference your notes in your explanation.
Marketing Mix Assessment - Due Today
Standard:
Learning Target:
Activities:
Promotional Communication ProcessDiscuss each promotional tool and how effective the communication can be, what feedback is present and what could be the noise?
Advertising, Sales/Consumer Promotion, Public Relations, Sponsorship, Selling, Direct Marketing
Check Communication Observation - Did students receive the message? Discuss
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that sales has on career opportunities.Activities:
Begin Foundations of Selling
Consultative and Strategic Selling
Discuss Selling Strategies
Relationship Strategy
Product Strategy
Customer Strategy
Presentation Strategy
Partnering
Strategic Alliance
http://www.foxbusiness.com/markets/2016/01/4/gm-lyft-announce-500m-investment-and-strategic-alliance.html
Begin Ch. 2 Career Opportunities
Sales Roles - The Unknown Positions
Day to Day of Sales Positions
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that sales has on career opportunities.Activities:
Check for Understanding:
Read p. 38-43 to identify the different areas of selling available for career opportunities. Then follow the instructions below.Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.Activities:
Benefits and Disadvantages of Sales PositionsIndustry Opportunities
Typical Sales Positions
Benefits and Disadvantages of Sales Positions
Learning to Sell - On the Job
Career Opportunities - Industry Areas
http://www.underarmour.jobs/why-choose-us/team/
- Example Video
How do company's recruit employees?
https://www.indeed.com/q-Sales-l-Des-Moines,-IA-jobs.html
Due Monday - Sales Job Opportunities
Sales Recruiter Work Time
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Activities:
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify what companies use to recruit employees to their place of business.Activities:
Present their Recruiting Presentations.Check for Understanding:
Submit Sales Opportunities - Share Recruiting Pitches
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.Activities:
Ch. 3 - Building a RelationshipRelationship Strategies
- Emotional Intelligence - Yourself and Others
http://psychology.about.com/od/personalitydevelopment/a/emotionalintell.htm
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.Activities:
- Adding Value- Partnering
Developing the Relationship Strategies with different groups of people.
Scenarios with each one
Four Key Groups - Selling and the Workplace
Customers/Peers
Secondary Decision Makers/Supervisors
Support Staff
Managers
Check for Understanding:
Discussion and Role PlaysStandard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.Activities:
Win-Win PhilosophyCharacter/Integrity
Nonverbal Messages sent during communicating - What the Receiver actually hears.
Role Plays
The First Impression - Different Occurrences
- In Person, Over the Phone, Video Conferencing, References, Email. How does that change your ability to establish a relationship?
Role Plays
Non Verbal Messages that are present in each form.
Entrance and Carriage
Check for Understanding:
Discussion and Role PlaysStandard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that building relationships with customers and coworkers has on the ability to communicate effectively.Activities:
Homework - Read the following articles and summarize the keys about building relationships.http://www.insightsquared.com/2013/07/11-tips-for-building-and-maintaining-sales-relationships/
http://www.marketingprofs.com/articles/2013/11420/five-tips-for-creating-relationships-that-drive-sales
Respond to the reading below, why does the "Challenger" perform better for the business than the relationship builder?
https://hbr.org/2011/09/selling-is-not-about-relatio
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that your nonverbal forms of communication have on interactions.Activities:
Non Verbal Communication and the First ImpressionGreetings
Eye Contact
Appearance
Voice
Facial Expression
http://greatergood.berkeley.edu/ei_quiz/#1
http://kgajos.eecs.harvard.edu/mite/#
http://well.blogs.nytimes.com/2013/10/03/well-quiz-the-mind-behind-the-eyes/?_r=0
http://testyourself.psychtests.com/testid/3764
Check for Understanding:
Discussion and ParticipationStandard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the impact that body language has on the outcome of your actions and ability to communicate.Activities:
Discuss the impact of relationship building in sales. How much does the success of the interaction depend on it?Body Language Video and Write up a Reflection on what you heard. Do you agree or disagree with the comments that were made?
http://www.salesengine.com/sales/ted-talks-for-salespeople/
Body Language Video Discussion
Manners during the Relationship Building Process
Check for Understanding:
Discussion and ParticipationStandard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Understand what effective conversational strategies look like.Identify the conversational strategies to use during an interaction.
Activities:
Finish Manners DiscussionConversational Strategies Role Plays - Different Scenarios
Using Here and Now/Observations
Compliments
Mutual Interests
Acquaintances
Check for Understanding:
Discussion and ParticipationStandard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Understand what effective conversational strategies look like.Identify the conversational strategies to use during an interaction.
Activities:
Comments on Here and NowCompliments
Mutual Interest/Acquaintances
Check for Understanding:
Discussion and ParticipationNo School
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Engage in a Conversation using the strategies learned.Discuss the impact on the sale and effectiveness of the communication.
Activities:
Practice Role Play with Pam
Conversational Strategies - Discuss
Product should not be the purpose to the conversation.
Check for Understanding:
Discussion and Participation
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify the keys to the scenario in building a relationship.Activities:
Role Play - Prep and work on your Outline for the role play - What do you want to accomplish?
Practice for the Role Play experience
How can you avoid making it seem like 20 questions when trying establish a relationship
Check for Understanding:
Role Play Prep
Standard:
Learning Target:
Identify the keys to the scenario in building a relationship.Activities:
Practice and prepare with partners and Mr. CombsCheck for Understanding:
Role Play Prep
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.Learning Target:
Demonstrate knowledge of a successful first impression in building relationships.Understand what companies do to provide direction and guidance in terms of demonstrating ethical behavior as it pertains the business and its activities.
Activities:
Film - Role Plays
While the role play is being filmed, complete the following work:
Read pages: 77-90 - Take Notes on the Following:
What are Ethics?
Factors that Influence our Ethics
Company Policies and Practices
- Sharing Information
- Reciprocity
- Bribery
- Gifts
- Entertainment
- Business Defamtion
- Online Policies/Internet Usage
Personal Values vs Company Values - The Conflict
Check for Understanding:
Relationship Building Role Play
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.Learning Target:
Understand what companies do to provide direction and guidance in terms of demonstrating ethical behavior as it pertains the business and its activities.Activities:
Begin Ethics in SellingEthics Discussion - Dilemmas and identifying Ethical Scenarios and how you would react.
What are business ethics? Why in selling do they become a major point of discussion?
Discuss the Sales Standards - Discuss each Standard
http://www.nasp.com/pr/aboutUs/standardsOfConduct.asp
Assignment
Add your Own Standards to the National Standards - What are 2 other standards you would tell all sales people to follow?
Check for Understanding:
Assignment
Add your Own Standards to the National Standards - What are 2 other standards you would tell all sales people to follow?
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Reflect on Relationship Role Plays and learn from the experience.Activities:
Watch Role Plays and DiscussCheck for Understanding:
Self Assess their ExperienceStandard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.Learning Target:
Activities:
Ethics Discussion- Kickbacks and Exaggerated Sales
Ethics in Selling Discussion
Character - Importance in the Sales Relationships
Conflicts of interest - Examples
Discuss Ethical Conflicts that companies will look out for.
Bribery
Entertainment
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.Learning Target:
Discover Characteristics of Ethics in the workplaceUnderstand how to approach each situation uniquely.
Activities:
Gift Giving - What's Appropriate?Reciprocity
Internet - Privacy Policies
Confidential Information
Company Policies - Code of Conduct - Look through Examples
Value Conflicts - Discuss how to handle them
Check for Understanding:
http://www.caseys.com/code_of_conducthttp://files.shareholder.com/downloads/UARM/3797087690x0x873823/38F030C7-5348-4CC6-B8CD-81D68B2F496C/Code_of_Conduct_2016.pdf
http://www.att.com/Common/about_us/downloads/att_code_of_business_conduct.pdf
Assignment - Read through the Company Policies Above - Describe their Code of Conduct Highlights, recognize what we discussed and identify other inclusions you found important.
Entertainment, Customer Information, Gift Giving, Bribery, Privacy etc...
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.Learning Target:
Identify real examples of how ethical practices can be seen in the workplace setting.Activities:
Discuss Corporate Policy FindingsContracts - Written vs Oral
Purpose?
Expressed vs Implied Warranties
Non-Complete Clause - Why do companies have employees sign them?
Personal Philosophy
1.) Exchange of Value
2.) Relationship and Task Coexist
3.) Honesty with Self and Others - Integrity
Check for Understanding:
Application - Prepare Answers for Tomorrow's Practice#1,3,4
Standard:
Analyze the role that ethical decisions play in the conduct of sales person and employee in the business environment.Learning Target:
Connect Company Codes of Conduct with the Sales Scenario.Act with a high level of integrity during the interaction no matter the circumstance.
Activities:
Role Play Samples - Prep and PracticeGo through Example Scenarios with each other.
What would you say? How would you keep the customer?
Practice Ethical Scenarios using the Applications #1,3,4.
and a sample scenario.
Check for Understanding:
Assessment - Part 1 - InstructionsNASP - Standards
Provide a real world example for each of the Standards of the NAPS.
Requirements
1.) The example should demonstrate the standard in action
2.) Explain the importance of the standard
3.) Explain how it meets the standard.
You may skip standard 6.
http://www.nasp.com/pr/aboutUs/standardsOfConduct.asp
Due Monday
Standard:
Learning Target:
Activities:
Ethics Role Play Response - Verbal Response
What will you say to make sure the customer continues to stay with your company?
While waiting - Respond to the the Scenarios on the Worksheet regarding ethical situations.
Check for Understanding:
Role Play - Ethics
Ethical Situations Analysis
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Activities:
Begin Product Strategies- Product Strategies
- Product Options
- Product Configuration
Becoming a Product Expert
- Data & Specifications
- Maintenance and Service
- Price
- Guarantees
- Delivery
Product Expert - Prepare for the Quiz Friday - Class will pick the productBegin to become a product expert for a product of your choosing for the role play experience. - Complex product that will take multiple meetings, retail based:
Mattress/Home Theater/Car/Computer/Bike/etc...
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Activities:
Know your Competitors - Compare and ContrastComparative Analysis - Products and Stores
Know your Company - Discover a Company
Company Culture and Organization
Verizon - Company Culture
http://www.verizon.com/about/
Company Support - With Customer
http://www.verizonwireless.com/support/
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Activities:
Policies at the Business - Extended Warranty, Services, Return Policy, etc..Apple Return Policy
https://www.apple.com/shop/help/returns_refund
Apple Warranties
https://www.apple.com/legal/warranty/
Apple Care
https://www.apple.com/support/products/iphone.html
Support/Customer Service
https://support.apple.com/
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Activities:
Product Expert - QuizKnow your Competition
Identify the competitive advantages that your products/services or the competitive advantage of your business.
Attitudes towards Competitors
Industry Experts -
How to gain Knowledge about the competition and happenings of the industry
Cell Phone Industry - What's happening?
https://www.pcworld.com/article/3144749/mobile/10-smartphone-trends-to-watch-in-2017.html
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Demonstrate product expertise by creating literature to assist your customers in learning more about a product.Activities:
Work on the Literature for your product
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Discover how to use product knowledge as a way to connect with the customer.Activities:
Gaining KnowledgeConnecting the Feature with Customer by emphasizing its benefits
Role Plays with Feature/Benefit of products discovered with different customers.
Sample Products
Bridge Statements - Sentence Examples
http://www.tempurpedic.com/mattress/
http://www.bestbuy.com/site/apple/ipad/pcmcat1490119590513.c?id=pcmcat1490119590513
Check for Understanding:
Practice
Create 8 Bridge Statements for a product of your choice to connect features to benefits.
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Discover how to use product knowledge as a way to connect with the customer.Activities:
Discuss Bridge StatementsConnecting the Product to the Customer
How to and Techniques
Use relationship building and knowledge of the customer to your benefit.
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.Activities:
Feature Benefit - Role Play PracticeCheck for Understanding:
Feature Benefit PracticeStandard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.Demonstrate how to use a written proposal to assist in creating a sale.
Activities:
Work on Brochure, Study Company policies, Prepare how the role play might go, Ethics, Relationship strategies, productFinish Feature Benefit Practice
Mattress and iPhone
Written Proposals - Function and Purpose -
How to use them and what they look like.
Check for Understanding:
Create a Sample Written Proposal - iPhone 8
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.Demonstrate how to use a written proposal to assist in creating a sale.
Activities:
Discuss the Role Play - Product ExpertisePrepare for the Role Play
Practice Written Proposal
Check for Understanding:
Create a Sample Written Proposal - iPhone 8
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.Demonstrate how to use a written proposal to assist in creating a sale.
Activities:
Perform Role Plays - First MeetingAt the end prepare a written proposal for the interaction and what you learned - Due by the next role play
Begin Ch. 6 - Strategies that add value to the Sale.
Read p. 124 - 141
Check for Understanding:
Product Expert Role Plays
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.Demonstrate how to use a written proposal to assist in creating a sale.
Activities:
Perform Role Plays - First MeetingAt the end prepare a written proposal for the interaction and what you learned - Due by the next role play
Begin Ch. 6 - Strategies that add value to the Sale.
Read p. 124 - 141
Check for Understanding:
Product Expert Role Plays
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Evaluate relationship building skills in creating a discovery process from the customer in identifying the right product features and the benefits they are looking for.Create a written proposal to assist in creating a sale.
Activities:
Discuss Role Plays - Specifically Relationship Building and how you were able to connect product expertise to the customer
Check for Understanding:
Self Evaluation
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Activities:
Discuss Role Plays - Specifically Relationship Building and how you were able to connect product expertise to the customerCheck for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Learn what adding value looks like for the customer.Activities:
How to effectively add value to the Sales Interaction, what did they read and learn. - Check NotesProduct Positioning, Product Differentiation, Customer Expectations,
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Where in the Total Product and Value be added.Activities:
Price - Discuss the elements of the different strategiesDiscover Examples
Discuss the Competitive Analysis
Check for Understanding:
Competitive Analysis
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Where in the Total Product and Value be added.Activities:
Product Life CyclePricing Strategies
Value Added
Discuss Instructions for Value Added Strategy
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
The Total Product and where Value can be added.Activities:
https://www.dickssportinggoods.com/s/weekly-adThe Total Product - Preparation for short Role Play
Generic
Expected
Value Added
Value Added
Check for Understanding:
No School
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
The Total Product and where Value can be added.Activities:
Value Added Strategy - Practice with Box of ChipsDiscuss each element of the product.
Use Pricing, Competition, Product Positioning and Customer Expectations.
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
The Total Product and where Value can be added.Activities:
Value Added Practice - Kleenex Box Practice
Use Pricing, Competition, Product Positioning and Customer Expectations.
Value Added Strategy Role Play - The 2nd Meeting Added Strategy
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Demonstrate Value Added Strategies in the sales interaction.Activities:
Preparation for 2nd Role PlayDiscuss Role Play prep, Written Proposal, Send Communication and Prepare updated Brochures.
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Demonstrate Value Added Strategies in the sales interaction.Activities:
Role Play #2
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Demonstrate Value Added Strategies in the sales interaction.Activities:
Role Play #2
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and societyLearning Target:
Identify where value added strategies were present in the role play.Activities:
Buyer Behavior CheckValue Added Role Plays - Watch and Learn
Check for Understanding:
Standard:
Recognize the customer-oriented nature of marketing and analyze the impact of marketing activities on the individual, business, and society
Learning Target:
Identify where value added strategies were present in the role play.
Activities:
Buyer Behavior CheckValue Added Role Plays - Watch and Learn
Check for Understanding:
Self Assess - Value Added Role Plays
No School
No School
No School
Standard:
Analyze the characteristics, motivations, and behaviors of consumers.Learning Target:
Identify what influences a buyer to make the choices they do.Activities:
Begin Buyer Behavior Discussions
Developing a Customer Strategy
Consumer vs. Business Buying Behaviors
Complexity of the Buyer
Potential Influences
Maslow’s Hierarchy of Needs
Make connections to each of the levels of Maslow's and how it might impact the decisions of the buyer.
Check for Understanding:
Standard:
Analyze the characteristics, motivations, and behaviors of consumers.Learning Target:
Understand the Motivations and Influences on the BuyerActivities:
Group and Outside Influences
Buying Motives
Check for Understanding:
Buying Motive ExamplesStandard:
Analyze the characteristics, motivations, and behaviors of consumers.Learning Target:
Identify the Motives that influence the buyer and their behaviors in purchases.Activities:
Discuss
Emotional vs. Rational
Patronage vs. Product
Check for Understanding:
Standard:
Analyze the characteristics, motivations, and behaviors of consumers.Learning Target:
Identify how consumers make decisions and the steps that they go through.Activities:
Buying Decisions TheoriesDiscuss use for the salesperson
Need-Satisfaction Theory
Discuss use for the salesperson
Learn and Recognize the Decision Making Process
Buying Decision Process
Identify each step and what occurs in each step
How does that decision making process chance in the buying decisions.
Discuss types of Purchasing Decisions
1.) Routine
2.) Limited
3.) Extensive
Check for Understanding:
What are examples of each type of decision and how do they fit the decision making process.
Standard:
Analyze the characteristics, motivations, and behaviors of consumers.Learning Target:
Anlayze customers in recognizing how they work through the buying decision.Activities:
Finish the Types of Decisions
Discovering Buying Motives in Customers - Observations, Questions, Active Listening.
Buyer Behavior Check
Brooks Brothers - Scenario Example using Discovering Techniques.
Prepare for Buyer Behavior Role Play - Product Knowledge and Expertise.
Iowa Realty
Scheels
Staples
Check for Understanding:
Buyer Behavior Observation -Standard:
Analyze the characteristics, motivations, and behaviors of consumers.Learning Target:
Anlayze customers in recognizing how they work through the buying decision.Activities:
Buyer Behavior Check and Discussion of ObservationsDiscuss Scenarios - Perform Prep Work
Buyer Behavior Role Play Prep - Product Expertise
Check for Understanding:
Standard:
Analyze the characteristics, motivations, and behaviors of consumers.Learning Target:
Anlayze customers in recognizing how they work through the buying decision.Activities:
Role Play - Buyer Behavior Assessment
Submit Buyer Behavior Observations
Check for Understanding:
Standard:
Analyze the characteristics, motivations, and behaviors of consumers.Learning Target:
Analyze customers in recognizing how they work through the buying decision.Activities:
Buyer Behavior Role PlaysCheck for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.Learning Target:
Understand the the hiring process and selling "You" to the organizations in which you want to work.Activities:
The Hiring Processhttps://www.thebalance.com/recruitment-and-hiring-process-2062875
Discuss the following:
Communication Skills
Before, During and After the interview.
Building Relationships
Networking
The Product Expert
Job Application
Resume
Differentiation and Value Added
Portfolios, Experiences, Internships
Check for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.Learning Target:
Activities:
Discuss the Interview - What is the purpose? How does it resemble a sales interaction.
"Buyer Behavior"
Hiring Committees, Managers, Fellow Employees,
Interview Process and Typical Steps
Interview Skills and Preparation
Elevator Speech - How to sell yourself to the business
Advice and Guidance
https://www.youtube.com/watch?v=kayOhGRcNt4
http://www.forbes.com/sites/nextavenue/2013/02/04/the-perfect-elevator-pitch-to-land-a-job/
http://idealistcareers.org/a-quick-guide-to-writing-your-elevator-pitch-with-examples/
https://www.wellesley.edu/sites/default/files/assets/departments/cws/files/elevatorspeech.pdf
Check for Understanding:
Write and Record your Elevator Speech - How would you respond to the questions "Tell me about yourself?"Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.Learning Target:
Creating your identify in your Elevator SpeechActivities:
Discuss the Elevator Speech - Peer Review and Feedback1.) Don't discus Personal Information
2.) Identify Experiences and Express how they would impact a future employer.
3.) Connect it to a real position
Research an Available Job in which you would want to work for the company.
Come with the job and requirements/duties tomorrow.
Save the link to the position and the company.
Check for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.Learning Target:
Preparing for and how to answer common interview questions.Activities:
Prepare for the Questions and Interview Experience
http://www.forbes.com/sites/jacquelynsmith/2013/01/11/how-to-ace-the-50-most-common-interview-questions/
Written Responses to Questions:
1
2
4
7
8
19
20
28
45
Prepare for the Unknown and Knowledge of the Business.
Pretend that you are interviewing for your career and Sell yourself and what you are capable of in your responses.
Check for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.Learning Target:
Preparing for the interview and understanding the typical parts and procedures of an interview.Activities:
Elevator Speech and Interview QuestionsPrepare for the interview tomorrow by partnering up and asking each other the questions that they created written responses for however now they are providing the oral response.
Give feedback to each other and come ready and dressed for the part tomorrow.
Submit Written Responses, provide verbal answers for practice.
Give Feedback, talk about common challenges with interviews.
Waiting, First Impressions, Industry Jargon, Scenarios,
https://www.youtube.com/playlist?list=PLfLNWzHn9MZCxwISdpH939rN01WQljClH
Prepare for tomorrow's Interviews
Check for Understanding:
Standard:
Demonstrate initiative and self–direction through high achievement and lifelong learning while exploring the ways individual talents and skills can be used for productive outcomes in personal and professional life.Learning Target:
Activities:
The Interview Day
Check for Understanding:
Standard:
Learning Target:
Activities:
Feedback on Interviews
Next Week - Field Trip on Wednesday
Begin to think about Meetings and Reserving Spaces
Barattas, Marriott, Embassy Suites, Sheraton
Check for Understanding:
Standard:
Learning Target:
Activities:
Prospecting
Type of Presentation Strategy
Preparing for the Sales Presentation
Check for Understanding:
Standard:
Learning Target:
Activities:
Asking Questions - Discovery - Read p. 230 - 235
Presentation Strategies
Read p. 255 - 271
Objections and Closing the SaleCheck for Understanding:
Visit to Forte and Barattas in preparation for our final role play and gain perspective on what a Sales Professional does to be successful on a daily basis.
Depart: 10:30 - Return at 1:00
Standard:
Learning Target:
Activities:
Discuss the Final Role Play - Expectations and RubricOverview of the Final Role Play
Discuss Closing the Sale/Methods
Negotiating Buyer Concerns/Overcoming Objections
Check for Understanding:
Standard:
Learning Target:
Activities:
Instructions for Final Role PlayContinue Researching and prep for their final role plays - Business, Policies, Customer Prep, etc...
Check for Understanding:
Standard:
Learning Target:
Activities:
Discuss Closing the Sale/Methods
Negotiating Buyer Concerns/Overcoming Objections
Check for Understanding:
Standard:
Learning Target:
Activities:
Discuss Closing the Sale/Methods
Negotiating Buyer Concerns/Overcoming Objections
Check for Understanding:
Standard:
Learning Target:
Activities:
Check for Understanding:
Finals - 1, 3, 5
Finals 2, 4, 6
http://abc.go.com/shows/shark-tank/episode-guide/season-09/6-episode-6Finals 7, 8, Makeup Final